UNC Kenan-Flagler Business School

Leading Strategic Sales Teams

Dates:  March 12 - 14, 2019
Location:  Chapel Hill, North Carolina
Program Fees:  $4,900


Leadership is both art and science; so too is sales. Most leaders of sales teams or organizations have earned the right to lead by demonstrating their mastery of the art and science of sales. To be successful in those positions, they also need to develop capabilities in the art and science of leadership.

Leading Strategic Sales Teams is a unique program that addresses both the nuts and bolts of strategic thinking and the nuance of personal leadership. You’ll explore the challenges of transitioning from sales person to sales leader, discover ways to effectively leverage data to mobilize sales teams, and gain an understanding of the role lagging and leading indicators play in managing your portfolio.

Just as important, you’ll examine your own priorities and leadership style and learn cutting-edge techniques for developing talent within your sales team.

Leaders of sales teams who seek to optimize their team’s performance.


  • Demonstrate the ability to design an effective salesforce management strategy
  • Organize your salesforce to get superior results while keeping head count down
  • Use the proper measures to motivate and evaluate your sales team members
  • Earn 2.35 CEUs


Dave Roberts

Dave Roberts, Assistant Professor of Marketing
Dave Roberts has spent more than 25 years helping organizations in Europe, Asia-Pacific, and North America improve their performance in sales, sales consulting, and general management. Dave has worked extensively with managers and executives from large corporate and government clients, with specific focus in areas such as top-line growth, influence, and organizational alignment.

Brad Barnes

Brad Barnes, Professor of the Practice, Marketing
Brad Barnes is experienced in managing sales and marketing in business-to-business applications. He has held several leadership roles in sales and trade marketing throughout his career. His research interests include sales force enablement, influence, and persuasion.

Tarun Kushwaha

Tarun Kushwaha, Associate Professor of Marketing and Sarah Graham Kenan Scholar
Tarun Kushwaha’s research focuses on understanding customers’ channel choice behavior, marketing resource allocation across channels and segments, financial and non-financial impact of CRM outsourcing, the role of national culture in the context of managing customer relationships, and antecedents and consequences of product recalls.

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